Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price

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This book like any good book extols the qualities requied to do gap selling which are quite obvious but still just to inform you in case you will look for such salespeople who can do gap selling, taken from https://www. That gap needs to be filled, NOT with information about your product and services, but by questions and value add to THEIR problem. It's one thing to know the pipes are corroded, but another entirely to comprehend the true impact on the contractor and tenants. Second are business problems – what processes, workflows or constraints are driving these technical gaps?

Doing the work and investing your time, interest and authentic self isn’t nearly as easy as it sounds.This fresh perspective suggests that success isn’t about just pitching your product; it’s about understanding your prospect's real-world issues. Gap selling advocates for this shift, urging sales professionals to prioritize discovery over mere promotion. By focusing on this gap and asking questions about it, you can identify your prospect's specific needs and how they will benefit from your solution. First are technical problems – what specific limitations exist with current products, tools, or capabilities? I find that currently I shy away from asking challenging questions, and digging deeper on pain, with the assumption that a prospect would be annoyed, when I’m reality they’d likely appreciate the deeper conversation as it relates to the problem they’re trying to solve.

The book is about building the perspective of the biggest gap possible for a client to see before/after using Your product/service.Both types of motivation work, one is not necessarily better than the other, but a seller has to know how to deploy both forms fluently to consistently sell. Discovery: Know your clients better than they know themselves: A great way to lay groundwork before meeting with a potential client is to draft a Problem Identification Chart. The “gap-selling” method goes by many different names at different organizations, but it is here to stay. The more information salespeople have about their prospects’ problems, the better they will be at solving those problems and closing the sale.

This "problem-centric" approach creates a highly relevant sales conversation and makes closing the sale almost an afterthought. Let’s look at our plumbing supplier example once again and how you might use a gap selling approach.Keenan demonstrates you may be the biggest strongest person on the football field, who can tackle the hardest, but if you don’t understand the GAME of football, you’re sure enough to lose. Would recommend it to those getting their feet wet in selling, but might not translate to all industries in the same way. So apparently the best salespeople are those who identify the problems and can provide solutions to the problems.